by Matthew Ferry
I know it sounds crazy, but sales slumps are great for business!
Let me qualify that…
If you have a ‘Top Agent Mindset’, sales slumps are great for business. For most agents they can be terrifying and financially devastating.
Top Agents seem to have a resilience that appears to make them less susceptible to sales slumps. But it’s not what they do, it’s how they think that makes them resilient.
In this article I will show you that they are just as susceptible to sales slumps as any other agent. I will also reveal their secret that makes their sales slumps valuable. Sounds crazy, right?
Let’s jump in!
If you are in a slump, this is going to help you get out fast!
The Power of Recontextualization
Top Agents realize that mindset is the one change that changes everything. In other words, looking at something differently changes your approach to it. In my Mindset Methodology I call this Recontextualization.
It’s the ability to consciously change or shift your context…the words you use to describe your situation. Nothing is anything until you label it. The way that you label , or how you describe something, determines your relationship to it. Labels can implicitly reveal how you feel, how you react, your mood, and/or your expectations.
You can’t change the way things are, but you can change your relationship to it with your words. How you describe things to yourself [...]
Those who fear it, vehemently oppose it. Those who embrace it, are some of the biggest agents in the business.
Brian Buffini has built his career teaching people to avoid it. Mike Ferry, my father, is villainized for teaching it.
It’s controversial. What is it?
Prospecting!!
I started teaching people how to prospect in 1993, and built my career on helping people learn the skills necessary to be successful to use prospecting to build their business. Yet after teaching thousands of agents the techniques, scripts, dialogues, closes, and systems for prospecting… few ever did it and even fewer still made it pay.
In 1999 I had a flash of insight! An awakening of sorts.“The only difference between the successful prospector and unsuccessful prospector was their mindset.”
Same skills. Same calls. Same scripts. Yet the better mindset wins every time.
At first it didn’t make any sense to me. It took me years to fully understand it. In the end it became so obvious that mindset is the one change that changes everything, that I took my focus off of techniques altogether and started teaching mindset full time.
Is prospecting only for the fearless or can anyone do it?
The answer to that question is both simple and complex. The simple answer is yes, anyone can do it. The complex answer is that you must develop a mindset that is aligned with prospecting.
Let me see if I can help you [...]
